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Aws Services Business Development Manager
5 hours ago
**Ingram Micro has earned Great Place** to** Work Certification** for 2024-2025 in Canada This prestigious recognition reflects our commitment to our people and our culture.**
**Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey**
**This position is a hybrid role based in our Mississauga office with the opportunity to work 2 days remotely per week**
**Key Duties and Responsibilities**:
Working in close collaboration with the local (in-country) AWS pre-sales and technical teams, along with the wider Regional Service Centre, the core responsibilities of the role include, but not limited to, the following:
**Strategic Sales Planning**:
- Identify market opportunities, routes to market, industry trends, and vendor, partner, and end-customer needs to guide sales approach.
- Collaborate with local Ingram Micro leadership to set clear revenue targets and growth objectives.
- Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently.
- Define and agree alignment and working approach with local Ingram Micro Cloud (resell) BDM’s and PDM’s for the demarcation/hand-off of Services-specific opportunities.
**Internal, Channel Partner, and Vendor Relationships**:
- Forge strong relationships with key AWS individuals including Sellers, Professional Services, and Partner Development teams.
- Forge strong and trusted relationships with partner account base, including actively promoting pre-sales, service offerings, and consulting capabilities.
- Be a visible representative of Ingram Micro at partner engagements and key vendor events, supporting the identification and development of future service offerings.
- Evaluate potential collaboration opportunities to enhance product offerings and market reach.
**Market Expansion**:
- Drive market expansion efforts by identifying target segments and developing tailored go-to-market strategies.
- Lead initiatives to penetrate new routes to market and partner/end-customer segments for cloud services adoption.
- Analyze market competition and positioning to differentiate company offerings effectively.
- Support the development of the AWS services propositions, solutions and GTM.
**Sales Delivery and Achievement**:
- Provide ownership of complex sales engagements, including RFPs, proposals, and customer presentations.
- Pro-actively hunt for and generate new business opportunities.
- Meet or exceed revenue and goal targets in a defined territory - which will include those set by both Ingram Micro and AWS.
- Maintain a robust sales pipeline, including regular updates and reporting.
- Be familiar, and correctly position, key vendor programs including OLA, MAP and WAFR.
- Collate, summarize, and accurately report key management account information on a monthly basis.
- Identify other Ingram Micro service and sales opportunities.
**Personal Skills Development**:
- Build and maintain a strong relationship with key peers, including the local and regional Cloud teams, AWS Sellers and Partner Development teams, partners and their end-customers.
- Build a solid understanding of the Ingram Micro AWS services portfolio, capabilities and motions.
- Build and maintain a good awareness of the internal SMEs areas of specialism.
- Keep up-to-date with current and future technologies, products and strategies.
- Build and enhance relationships with peers.
**Qualifications**:
- Diploma or Degree in Information Technology, Engineering or equivalent.
- 2+ years of experience in a Professional and Managed Services sales role.
- 5+ years of Business Development or Sales experience within the IT industry.
- Seasoned professional with an influential presence that can be assertive with a diplomatic approach.
- Willingness to travel within Canada up to 20%, with a primary focus on the Greater Toronto Area (GTA).
- Able to network with industry peers and customers.
- A flexible approach to work and prepared to go the extra mile to exceed customer expectations.
- Applies knowledge and skills through handling complex problems beyond own area of expertise.
- Excellent written and verbal communication skills.
**Expected Experience (Services and Sales Understanding/Positioning)**:
- AWS Optimisation Licensing and Assessment (OLA)
- AWS Migration Acceleration Program (MAP)
- AWS Well-Architected Framework Review (WAFR)
- Compute services (e.g. EC2, containers, serverless)
- Monitoring/Observability tools (e.g. CloudWatch, Prometheus, DataDog)
- CI/CD tools (e.g. CodePipeline/CodeBuild, Jenkins, GitHub Actions)
- IaC tools (e.g. Terraform, CloudFormation, Serverless Framework)
- Containers and orchestration tools (e.g. Docker, ECS, Kubernetes)
- Gen A/I and Machine Learning
- Migrations from VMware and/or Azure
**Desirable Qualifications include**:
- Cloud computing-related sales or business development experience.
- AWS Cloud Practitioner Certification
- AWS Associate Certification w
